The Web Is Not A Distribution Channel

Sales and Marketing

Issue Date: 2016-02-01. Author: Henry Nothhaft Jr. Teaser: The appetite for content, whether it’s videos, blogs, articles, reports or whitepapers, is increasing faster than most businesses can handle.

Create a Feeding Frenzy: 4 Types of Sales Leads for Your Shark Tank


What happens to leads that don’t result in a closed won deal? Often times they’re moved to a nurture status. But if you’re looking to get more mileage out of your leads, consider the shark tank tactic. A shark tank is an effective way to revitalize aged leads.

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Trending Sources

Top Sales Lead Management Mishaps


Inbound Calling Inside Sales Internet Leads Lead Distribution Marketing Marketing Automation Outbound Calling Sales high-velocity sales Inside sales lead distribution lead prioritization productivity sales lead management sales performance sales process sales strategies sales tips

Infographic: Sales Processes that Boost Conversion


CRM Dialer Software Infographic Lead Management Sales Automation call tracking email marketing lead distribution Marketing sales 2.0 A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.

We Drink Our Own Champagne: Cheers to Happy Selling!


Dialer Software Inside Sales Lead Management Sales Sales Automation Technology Inside sales pull distribution sales acceleration software-as-a-serviceI have been in technology sales for more than 16 years—six of which have been at Velocify.

The inside sales calculator you can’t live without


Lead Distribution Lead Management Sales Automation Sales Force Automation (SFA) calculator conversion calculator CRM Inside sales lead distribution ROI calculator sales sales automation sales calculator sales intelligence sales optimization

Four Tips to Tune Your Sales Process in 2013


CRM Dialer Software Increased Speed Lead Distribution Lead Management Marketing Sales Automation 2013 sales planning call tracking contact management dialer software Inside sales lead distribution sales automation sales process

Olympic level sales achieved with aged leads


In addition to freeing up Marshall for more strategic activities, LSI Mortgage attributes their sky high ROI to Leads360’s proprietary, automated lead distribution algorithms. LSI Mortgage digs into aged leads and comes up with gold.

Mad Men Era: 3 Timeless Sales Techniques


CRM Infographic Lead Management Marketing Sales Automation Sales Force Automation (SFA) infographic Inside sales lead distribution lead management CRM Mad Men Era sales 2.0 How the sales profession has evolved from the Mad Men era, the tools change but the basics endure.

Distributor Opportunities: Improving Dealer Relationships

Paul Cherry's Top Sales Techniques

Sales Training distribution salesDear Paul, I need help with improving dealer relationships. My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products.

Permission Based Marketing Reflects Your Business Ethics

Increase Sales

Giving you my business card or connecting with you on LinkedIn, Twitter or Facebook does not give you permission to add me to your email distribution. Again, another email cluttered my in box from a contact who believed I wanted his weekly newsletter.

Play to the strengths of your sales team like a good coach


Great coaches can coax peak performance out of their athletes and so can sales managers when they use Leads360’s sales Performance-Based Distribution feature.

Non-business hour sales leads are more valuable


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Sales lead volume drops 30% on Fridays


Chart of the Month CRM Lead Management Sales Automation Inside sales lead assignment lead distribution lead volume Research sales sales automation sales CRM sales leads sales performance sales process study

Sales CRM for Small Businesses with BIG Ambition


CRM Dialer Software Education Insurance Lead Management Marketing Mortgage Sales Automation email marketing enrollment management Express Inside sales insurance CRM lead distribution lead nurturing leads360 Leads360 Express mortgage CRM sales sales CRM small business CRM small business sales CRM

3 Timeless Tips from the Door-to-Door Sales Era


Infographic Lead Management Sales Automation Sales Force Automation (SFA) CRM door-to-door sales infographic Inside sales lead distribution lead management CRM Mad Men Era sales 2.0

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Putting lead scoring to work for sales


Leads360 takes lead scoring to a new level, with the ability to define and fully integrate a lead score into an organization’s lead distribution and prioritization process. Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently.

‘You’ve got mail’ – 3 tips for more effective email in selling


Lead Management CRM email email marketing email sales infographic Inside sales lead distribution lead management CRM Mad Men Era sales 2.0 There are sales strategies from the email era that remain as effective today, and new selling insights that make email even more effective.

The Best Way to Get a Prospect to Reply to Your Email

Score More Sales

The accounts and prospects get distributed too. People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs.

Winning contact strategies used by high-performing inside sales teams


New Leads360 study analyzes the contact practices of more than 400 inside sales teams, identifying the methods and actions that drive best-in-class sales performance.

Allstate insurance agency achieves #1 status with lead management CRM from Leads360


CRM Insurance Lead Management Allstate insurance CRM lead capture lead distribution lead management CRM lead nurturing lead tracking Leads sales dialer

Moving mortgage sales from chaos to cohesion


Lead Management Mortgage lead distribution lead nurturing mortgage CRM mortgage leads mortgage sales mortgage trends sales automationFor many lenders, the mortgage sales process is not much different from the chaos that unfolds in a game of Hungry Hungry Hippos.

4 tips to grow and develop your inside sales team


Lead Management Sales Automation compete competition CRM gamification Inside sales inside sales power tips lead distribution lead management CRM Lori Richarson sale mentor sales 2.0 “Within one bench, you have all different levels of strengths and experiences.

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Don’t Just “Work Smart” – Work Smart On The Right Things

Jonathan Farrington

In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that 20 % of the people owned 80 % of the wealth. In the late 1940s, Dr. Joseph M. Juran inaccurately attributed the 80/20 Rule to Pareto, calling it Pareto’s Principle. While it may […]. Self-Improvement Time Management

Converting digital assets to sales

Sales and Marketing

The reality is that many organizations lack clear insight into what digital assets exist and who is creating, approving, accessing or distributing that content. Issue Date: 2015-11-01. Author: Hassan Kotob.

Nine Reasons Salespeople Discount When They Shouldn’t

The Sales Heretic

One of the most frequent complaints I hear from sales directors, VPs, and CEOs is that their sales team—whether it’s internal or their distribution channel—discounts too much and too often.

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Adding to the cost of training, the distributed workplace is increasingly becoming the norm in most organizations, particularly with sales departments. Rapidly capture and distribute expert knowledge and best practices.

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BambooHR Makes the Switch to Velocify Pulse


The solution failed to sync properly with Salesforce and was unable to effectively distribute and prioritize a high-volume of leads, resulting in valuable opportunities falling through the cracks.

Sales Technology Best Practices: Superuser Tips for Success


Be transparent about how specific actions and statuses trigger different workflows, why certain distribution programs and prioritization rules are in place, and how it all relates back to the organization’s overall contact strategy.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


The three most used technologies, aside from CRM, were lead distribution and call management, email tracking, and marketing automation. A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack.

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Status quo, you know, is Latin for 'the mess we're in.'


Make a decision for lead distribution. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads.

What is the Minimum Acceptable Close Rate on Leads?


More than likely you will find a normal distribution across your sales team. I would say over a 24-month period the close rate on such leads (across a large number of reps of varying capabilities AND a even distribution of leads across project cycles) would be 1.25-1.75 I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating.

Are You Derailing Your Prospecting Success?

No More Cold Calling

How does that affect your distribution channel? You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges.

Guaranteed Rate Rises to the Top with Velocify


From inbound and outbound dialing, to email marketing, campaign tracking, lead prioritization, lead distribution, and so much more, Dan says that Velocify makes his team more efficient so they can maximize opportunities and continue to expand in the market.

Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

You can bet that a good chunk of that time is spent composing, developing, creating, and distributing content of their own making. There’s no way to know that answer when you’ve got reps independently crafting and distributing content.

How to Leverage the Power of Video for Sales and Marketing Synergy

Sales and Marketing

Teaser: Video is a key emerging medium for businesses to address collaboration and training challenges in today's distributed, digital landscape. Video is a key emerging medium for businesses to address collaboration and training challenges in today's distributed, digital landscape.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)


Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. By Christopher Hosford, editor-in-chief, HosfordGroup LLC.

Do You Have the Right Number of Reps?

Sales Benchmark Index

Below is a quota distribution chart. This distribution would drive anybody crazy – especially your CFO. When you use these two methods you get a quota distribution curve like this: This kind of a standard distribution makes CFOs very happy.

A B2C Buying Trend That Will Impact B2B

Sales Benchmark Index

Now is focused on threatening traditional B2B distribution channels. They debated the impact of B2C trends on B2B distribution and purchasing. Did I mention their efficient warehousing and distribution infrastructure? Amazon, the king of B2C is invading B2B.

B2C 101

Sales alert: millennials are here

Sales Training Connection

Every year Beloit College distributes a report to its faculty sharing the cultural touchstones that shape the lives of students entering the college. Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong.